How We Qualify Packaging Leads

Through one of our partners, our client had an impressive content-driven strategy which yielded a consistent level of quality leads. However, due to they sought to increase sales and expand their customer base. With the current channels, they faced challenges in reaching key decision-makers within target industries and generating more qualified leads that were likely to convert into paying customers.

We developed a multi-channel lead generation strategy to target businesses in need of packaging solutions. Our strategy included:

• Ideal Customer Profile (ICP) Development: We collaborated with the partner & the client to build on their existing campaigns.

• Targeted List Building: We built a targeted list of companies and decision-makers (e.g., purchasing managers, packaging engineers, production managers) within those industries using a combination of:

• Industry Databases: We leveraged industry-specific databases to identify potential clients.

• Non-Automated LinkedIn Outreach Sales Navigator: We used LinkedIn Sales Navigator to identify and research key decision-makers within target companies and engage in personalised conversations.

• Email Marketing: We developed targeted email campaigns with compelling messaging that highlighted the client's packaging expertise, product quality, and value-added services.

• Telemarketing: Our experienced telemarketing team followed up on email and LinkedIn outreach, qualifying leads and scheduling appointments for the client's sales team. We ensured our calling efforts aligned with appropriate time zones and business hours.

• Lead Qualification Process: We implemented a robust lead qualification process:

• Initial Screening: We screened leads based on their ICP fit, packaging needs, and budget.

• Needs Assessment: We conducted in-depth needs assessments to understand the specific packaging requirements, challenges, and priorities of each potential client.

• Decision-Making Authority: We verified the lead's decision-making authority and their timeline for making purchasing decisions.

• Sales-Ready Leads: We provided the client's sales team with detailed information on each qualified lead, including their needs, challenges, and key contact information.